Responsibilities
- Partner with Sales Directors as a co-owner of strategic opportunities from qualification through close.
- Jointly develop account strategies, opportunity plans, competitive positioning, and customer engagement approaches.
- Prepare collaboratively for customer meetings, workshops, presentations, executive briefings, and technical reviews.
- Conduct structured post-meeting reviews and jointly own follow-up actions, ensuring commitments are delivered and opportunities continue to progress.
- Participate actively in pipeline reviews, forecasting discussions, account planning, and deal strategy sessions.
- Share accountability for technical wins, customer confidence, opportunity progression, and revenue outcomes.
- Develop deep expertise across Pico's infrastructure, connectivity, market data, cloud, software, and managed services portfolio.
- Work closely with prospects and clients to understand business objectives and technical requirements.
- Design scalable, secure, and resilient solutions that address customer needs while leveraging Pico's strategic capabilities.
- Lead technical discovery sessions, architecture workshops, whiteboard discussions, and solution presentations.
- Present confidently to audiences ranging from engineering teams to executive stakeholders.
- Build trusted relationships with customer technical teams, architects, operations leaders, and decision-makers.
- Partner closely with Product Sales Specialist to align product positioning, technical solution design, and business value messaging.
- Lead technical evaluations, proofs of concept, and architecture discussions that establish customer confidence and demonstrate business value.
- Design solutions supporting low latency, high availability, scalability, and security requirements.
- Collaborate with Engineering teams to develop bespoke client solutions and help standardize successful designs for future reuse.
- Create solution diagrams, technical documentation, proposals, and customer-facing materials.
- Support solution pricing and commercial modeling within Salesforce and related tools.
- Provide market intelligence, customer feedback, and competitive insights to Product Management to influence future roadmap decisions.
- Work closely with Sales, Product Management, Engineering, Service Delivery, and Account Management teams globally.
- Ensure thorough knowledge-transfer and handoff of newly won business to implementation and service delivery teams.
- Contribute to the continuous improvement of sales processes, technical content, and go-to-market strategies.
- Leverage AI tools and automation to improve efficiency, enhance solution development, and streamline internal and customer-facing workflows.
Requirements
- 5+ years of Sales Engineering, Solutions Engineering, or related client-facing experience within financial technology.
- Strong understanding of low-latency trading infrastructure, market data, financial networks, and capital markets technology.
- Demonstrated ability to influence technical and business buying decisions.
- Strong written, verbal, presentation, and interpersonal communication skills.
- Ability to communicate effectively with both technical and executive audiences.
- Strong analytical, problem-solving, and project management skills.
- Self-starter with the ability to operate independently in a fast-paced environment.
- Experience with Salesforce, Jira, and Microsoft Office applications.
- Bachelor's degree in Computer Science, Engineering, Information Technology, or a related discipline preferred.
- Deep knowledge of networking concepts, protocols, routing, switching, and multicast technologies.
- Experience with Arista and/or Cisco networking platforms.
- Strong understanding of financial market infrastructure and colocation environments.
- Understanding of network design standards, resiliency models, and operational best practices.
- Knowledge of network security principles, hardening standards, and security architecture.
- Familiarity with PTP, Grandmasters, Boundary Clocks, and timing services.
- Understanding of server technologies, low-latency networking hardware, and trading infrastructure.
- Experience with cloud platforms including AWS, Azure, and Google Cloud.
- Understanding of virtualization and containerization technologies.
Nice to Have
- Experience with AI tools such as Co-pilot highly desirable
Work Arrangement
Hybrid — New York, Chicago, London, Singapore, Hong Kong, Tokyo
Additional Information
- This is a hybrid position with 2-3 days a week in office.
- Travel may be required from time to time but is not expected to be regular or frequent.
- The role holder will be expected to work whatever hours are necessary for the performance of this role, recognizing that it involves multiple jurisdictions/geographies including AMRS, EMEA and APAC.
